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TRAVELLING SALESMEN: 

THEIR 

Opportunities and their Dangers. 

AN ADDRESS 

DIUVXRXD BXFORX THX 

gating Jett’s ^hrisliati ^nion, 

BY 

WILLIAM H.' BALDWIN, President, 


NOVEMBER aa, 1874. 



BOSTON YOUNG MEN’S CHRISTIAN UNION. 









































































































» 



































TRAVELLING SALESMEN 


THEIR 


Opportunities rtr\tl tl\eii‘ f)iingei% 

AN ADDRESS 


DELIVERED BEFORE THE 



B Y 


WILLIAM H. BALDWIN, President, 

/I 


NOVEMBER aa, 1S74. 


THE “TRAVELLING SALESMEN” SYSTEM. 

OF MODERN DATE. 

PROGRESS IN THE MEANS OF TRAVEL. 
OPPORTUNITIES. 

DANGERS. 



PHYSICAL DANGERS. 

BUSINESS DANGERS. 

MORAL DANGERS, 


OBSERVANCE OF SUNDAY, 


PUBLISHED BY REQUEST, 


FOR THE 


BOSTON YOUNG MEN’S CHRISTIAN UNION, 



ft 



BOSTON : 

PRINTED BY NATHAN SAWYER & SON, 


NO. 70 STATE STREET, 


S.L /?, 


TRAVELLING SALESMEN: 





THEIR 

OPPORTUNITIES AND THEIR DANGERS. 


The selling of goods, merchandise of every kind, 
and the means of having all branches of business, 
manufactures, and industry represented through 
“Travelling Salesmen,” or “Travelling Agents,” or, 
to use the word more generally given, “ Drummers,” 
or as termed in Great Britain, “ Commercial Travel¬ 
lers,”— has become in this country an almost uni¬ 
versal and established system and rule, with every 
indication that it will even increase in its extent and 
variety rather than diminish. 

By trunks, carpet-bags, valises, fully representing 
stocks of Dry Goods, Clothing, Furnishing Goods, 
Hats and Caps, Woolens, Fancy Goods, Small Wares, 
Groceries, Drugs, Medicines, Jewelry, Crockery and 
Glass-ware, Hard-ware, Boots and Shoes, and in fact 
every department of business which can be named, 
stocks on hand or to arrive are offered to the trade. 
Added to this the Furniture Dealer, Carriage Buil¬ 
der, makers of Machinery of every conceivable kind, 
by the aid of the Photographer, by Drawings, or by 
the newly discovered Heliotype process, may present 
designs from which to take orders,—all this understand¬ 
ing^, and, if honorably conducted, to the mutual 
advantage of both buyer and seller. 



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TRAVELLING SALESMEN: 


We will not at this time attempt to discuss the 
question whether it would or would not be better for 
all concerned, both buyer and seller, were this system 
entirely dispensed with throughout the length and 
breadth of this country and a return to the former 
system of previous to twenty-five years ago substituted, 
when buyers from all portions of the country went 
regularly, at stated seasons, to market, as it was then 
termed. 

The question is too broad to crowd its consideration 
into the limited space which could only be allowed at 
this time. It is a question which might well be con¬ 
sidered and discussed, but its decided, positive, and 
full answer would demand the combined, united, 
careful consideration of the business men of New 
York, Philadelphia, Boston, Chicago, St. Louis, 
Providence, Portland, and of other important cities 
and towns, the head-centres of trade, manufactures, 
and industries in this great and rapidly developing 
country. 


OF MODERN DATE. 

This system — the “Travelling Salesman System,” 
though now a fixed fact, is of modern date in America. 

Twenty-five to thirty years ago the country mer¬ 
chant, the business man from the interior, or the far 
west, east, north and south, each and all, went to 
market. It was an event of much moment and im¬ 
portance in the days of public travel by the stage 
coach, or by the private conveyance. 

Well do I remember, when a boy, the semi-annual 
business visits to Boston of relatives from upper New 
Hampshire and Vermont. 


THEIR OPPORTUNITIES AND THEIR DANGERS. 


5 


Coming in their own private wagon or chaise, 
followed in a few days by the huge four-horse baggage- 
wagon loaded to its very roof with butter, hops, 
maple-sugar, cheese, or whatever they may have taken 
in barter trade or by purchase ; their busy week or ten 
days in the city devoted to buying, loading up, starting 
off the baggage-wagons, which in a few days they 
followed, homeward bound. 

Again, well do I remember what profound secrecy 
was enjoined by the Seniors when the idea of sending 
out “ Travelling Salesmen ” was first practically 
inaugurated in this city twenty-five to thirty years ago. 

That mysterious trunk in one of the upper rooms, 
samples and pattern books privately collected together, 
privately packed, and the trunk as privately sent to 
the depot, the young “ Traveller,” and those remain¬ 
ing at home, having the words “ say nothing” firmly 
impressed upon them. 

How the scene has changed. To-day the distant 
trader can remain at home busily attending to his 
customers, and as busily attempting to check off the 
long list of polite friends from the several commercial 
centres who have come fully prepared and are deeply 
interested to save him the long and tiresome journeys 
to which the buyers of former years were subjected. 

The secrecy of twenty-five years ago too is removed. 
Young men representing the same or other depart¬ 
ments of business start off together, ride together, 
room together, — social, friendly, and happy. 

A young man remarked to me a few weeks since 
that “ he was one of a party of thirty-two Drummers 
who together spent a Sunday last winter at Keene, 
N. II.” 

Another instance was recently given me of over 
fifty young men, representing different kinds of busi¬ 
ly 


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TRAVELLING SALESMEN I 


ness and trade, passing a Sunday awhile since at 
Bangor, Me. These are striking cases showing the 
extent to which this system is now carried. 

Said a Franklin street merchant to me a few days 
since: “ I lately called upon a business man in Con¬ 
necticut to whom I have sold goods for twenty-five 
years, one who has never seen Boston in his life. I 
said to him, why not make a visit to Boston, come and 
see your friends.” “ There is no need of my going to 
Boston,” he replied, “ I can see your stocks of goods 
here at home, and should I visit Boston the only thing 
more to me would be to see your bricks and mortar.” 

Having occasion personally to visit Buffalo, New 
York, within a few days, I called upon a merchant 
there with whom I formerly had business dealings. 
In conversation, he remarked, “ for thirty years I have 
bought goods from Boston but never saw the city.” 


PROGRESS IN THE MEANS OF PUBLIC 
TRAVEL. 

The wonderful changes and progress which have 
been made during the present century, in the matter of 
public travel, may be of special interest to the young 
men of to-day to consider, for upon these great 
changes, to a very great degree, is the present system 
of selling goods by “Travelling Salesmen” attri¬ 
butable. 

In “ The Massachusetts Register and United States 
Calendar,” published in Boston in 1802, I read as 
follows: — 

In the “List of Stages that run from Boston” it 
is recorded: 


THEIR OPPORTUNITIES AND THEIR DANGERS. 


7 


“Albany Mail Stage goes through Worcester. Sets 
off from King’s Inn, Market Square, every Monday 
and Thursday morning, at 10 o’clock, and arrives at 
Albany every Monday and Thursday noon.” 

In 1802, seventy-four hours from Boston to Albany. 

In 1874, eight hours. 

“ Boston and New York Mail Stage ” starts from 
King’s Inn, Market Square, every day (Sundays 
excepted). Summer Establishment. Leaves Boston 
at 10 A. M. and arrives at Worcester same day at 8 
P. M.; leaves Worcester next morning at 3 o’clock, 
and arrives at Hartford same day at 8 P. M.; leaves 
Hartford next morning at 3 o’clock, and arrives at 
Stamford same day at 8 P. M.; leaves Stamford next 
morning at 3 o’clock, and reaches New York at noon 
same day.” 

In 1802, seventy four hours from Boston to N. York. 

In 1874, seven hours. 

An old. gentleman, who recently died at over four 
score years of age, informed me a few years since that 
in the War of 1812 he enlisted in the Government 
Service. One of the first duties assigned to him was 
to take a load of ammunition by team from Charles¬ 
town, Mass., to Albany, N. Y. Two pairs of oxen 
drawing the heavily loaded wagon, at about twenty 
miles each day, was certainly a wide contrast to the 
present quick freight trains over the Boston and 
Albany Railroad. 

Railroads — a complete net work over and through 
the length and breadth of this country—with their 
passenger and freight trains; lines of Steamers run¬ 
ning to and from important points on the Atlantic and 
Pacific, and to cities and towns situated upon naviga- 






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TRAVELLING SALESMEN: 


ble rivers and lakes, these have almost entirely taken 
the place of the old stage coach and the four-horse 
baggage wagon, while the telegraph wire and the 
package express have conquered time ; these one and 
all combined now bring the buyer and seller in close 
relations, with every opportunity offered to the buyer 
of promptly ordering and receiving quick response to 
any hurried demands made upon him for goods at 
any time. 

A few more lines quoted from the Massachusetts 
Register of 1802, may be of interest to the young men 
present: — 

Boston and the Islands at that time contained only 
24,937 inhabitants. There were in this city but two 
Surgeon Dentists. 

Only three Banks — “Massachusetts,” incorporated 
in 1784; “Union,” incorporated in 1792; and the 
Branch of the United States Bank, (one of the six 
branches established by an act of Congress.) 

Rates of Letter Postage . Every letter composed 
of a single sheet of paper, conveyed not exceeding 40 
miles, 8 cents; over 40 and not exceeding 90 miles, 
10 cents; over 90 and not exceeding 150 miles, 12J 
cents ; over 150 and not exceeding 300 miles, 17 cents ; 
over 300 miles and not exceeding 500 miles, 20 cents; 
over 500 miles, 25 cents. 

Every letter composed of two pieces of paper, 
double those rates; of three pieces of paper, triple 
those rates; of four pieces of paper weighing one 
ounce, quadruple those rates; and at the rate of four 
single letters for each ounce any letter or packet may 
weigh. 


THEIR OPPORTUNITIES AND THEIR DANGERS. 


9 


OPPORTUNITIES. 

The young man who has determined to make his 
mark as a Travelling Salesman, to be successful in 
the real and only true meaning of that word, who lays 
down as his first and imperative rule that principle, 
high toned character, faithfulness, truth, coupled with 
a keen sense of honor to his employer and to those 
with whom he may come in contact as buyers; with 
perseverance, patience, lively attention to duty, such a 
young man will have grand and ever opening and 
increasing opportunities which shall be to his interest 
and advancement as regards his business position and 
social standing, and with these a new stock of valu¬ 
able information and profitable experience will be 
constantly presented to him. 

Such a young man has the opportunity of forming 
valuable acquaintances, of securing a list of buyers to 
whom he can look as real business friends, and who 
sooner or later will be as a capital to him, and thereby 
the means to enable him to command a position of 
importance with his employers, to whom he has thus 
been faithful and proved himself of great value, and 
almost indispensable to them. 

He will also be looked upon and his abilities 
weighed carefully by the business community which 
is ever ready to appreciate such a young man, and to 
give evidence of that appreciation by the liberal 
salary or proffered copartnership. 

The Travelling Salesman has a grand opportunity 
“to see the country” as it is termed. To become 
familiar with towns, villages, cities, states, of which 
the home salesman may have no opportunity to know 
of by personal visits and observation. This is pleas- 


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TRAVELLING SALESMEN: 


ing and valuable information and should not be 
regarded lightly, but with due consideration. Such 
an experience broadens the mind, is elevating, and 
tends strongly to give to the young man a clear idea, 
a full conception of the extent and beauties of this 
country, so rich in its resources, and so rapidly devel¬ 
oping and growing. 

The young man, the “Travelling Salesman,” has 
the opportunity of “ making his mark” in a business 
point of view. Said a Merchant to me a few days 
since, “ The calling is one which either makes or 
breaks the young man who engages in it.” 

Young men, you have the opportunity within your 
reach and control to make a complete success in your 
work and calling, to win for yourselves a high posi¬ 
tion ; it all rests with you. 


DANGERS. 

In speaking to young men, many of whom have 
not yet made their first business trip aw T ay from home, 
but who may soon be called upon to make ready and 
start, and even to those who have already had some 
experience, as many now present have, I would speak 
with especial emphasis upon the dangers , prominent 
and positive , and even those of lesser weight, to which 
the Travelling Salesman is and must be exposed. 

Every young man who is about to engage in this 
calling needs the kindest, most earnest, candid, and 
plainly spoken advice from his employers and his 
nearest and dearest friends. 

He is, as it were, entering into a new life; a new 
experience will be his ; he must and will be subjected 
to great and trying exposures. The young man must 


THEIR OPPORTUNITIES AND THEIR DANGERS. 


II 


be strongly fortified on every side with positive prin¬ 
ciple, and fixed determined rules of action, before he 
embarks in his new work ; it is all essential. Every 
business man in this city, of mature years, will 
promptly endorse this statement made. 

We cannot emphasize this statement too strongly; 
and it behooves the Merchant, the business man, and 
all others who send out Travelling Salesmen, or 
Agents of any kind, to carry out this rule of giving 
advice to every young man in their employ; and 
not only to give it once, but to follow it up. They 
must do this even for their own protection, if for no 
other motive; they cannot afford, from a business 
standpoint, to do otherwise. 

Young men, I know of no exposure so great, so 
trying to the young man, as that to which the Travel¬ 
ling Salesman is subjected. He must make up his 
mind to start right , to go right , to keep right . 

As a rule, it is not by mere luck or accident that you 
will ever reach a high position as a business man, or 
gain that success which to-day you look forward to 
with a noble and true ambition. That alone can be 
gained by hard work, by strong and steady blows, by 
perseverance, and all this with character, true, de¬ 
cided, firm, as the foundation upon which to lay the 
experience of each and every day. 


PHYSICAL DANGERS. 

THE LAWS OF HEALTH MUST BE OBSERVED. 

Always stop at first-class hotels, or at least at those 
which are decidedly respectable. Sometimes you may 
find it difficult to secure such, but if possible do so by 
all means. 


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TRAVELLING SALESMEN: 


Be as regular as possible in regard to your meals . 
Dyspepsia and other diseases are oftentimes the legiti¬ 
mate results of irregularity and neglect of this rule. 

Take a sufficient amount of time at the table. 
You will gain nothing by hurrying. 

A friend recently told me that he had occasion a 
short time since to call upon a business man at his 
office, at about noon. As he entered the counting 
room he was informed that the gentleman he wished 
to see was not in ; but, said his partner, taking out his 
watch and looking carefully, — “ he will be back in 
just seven minutes.” But why, sir, do you say just 
seven minutes, asked the visitor; “ Because he has 
gone to dinner, he always takes just ten minutes, and 
he has now been out just three minutes.” 

One of the leading physicians of this city, in con¬ 
versation with me a short time since upon the subject 
of the great neglect of the laws of health by too close 
application to business or professional cares on the 
part of many, stated the following very impressive 
incident. 

About two or three years since, this physician had 
occasion, with other gentlemen, to address an audience 
of prominent business and professional men in another 
city in order to have them become interested, with 
others, in a matter of public importance. 

Said he, I took for my text the statement that busi¬ 
ness men and professional men must have some diver¬ 
sion from their regular routine of thought and action. 
That to run along in one channel continually, the 
chances were that the result would be either dyspepsia, 
diseases of the brain, or the system otherwise seriously 
affected. 

After he had concluded his remarks before the 
audience referred to, a gentleman said to him, 


THEIR OPPORTUNITIES AND THEIR DANGERS. 


J 3 


“ Doctor, what do you suppose Mr.-(mentioning 

the name of one of the most prominent business men 
of that city) says of your address.” “ I don’t know, 
sir,” was the reply, “ w T hat does he? ” Well, he says 

that u Doctor- address is all nonsense. Look at 

me, a strong, hearty, healthy man of sixty-five. I 
have always attended to business and nothing else, and 
am to-day as hearty, healthy, and strong as any man 
in our city.” 

Strange as it may seem, said my informant, that 
same night this business man was taken with an 
apoplectic fit, and before morning was a corpse. 

Keep Good Hours. Always retire early when you 
can do so, thus keeping up your strength, vitality, and 
energy for the busy days before you. 

Toung men must have plenty of sleep. Late hours 
are ruinous to the constitution, spirits, and business 
ambition. 

Early hours will give the fresh countenance, clear 
eye, clear head, quick step, good appetite. With all 
these, the young man enters into his w r ork with an 
earnest will, enjoys his every day and hour, and ac¬ 
complishes grand results. 

Dress Warm. This advice is of more importance 
than may be considered at first thought. Many a 
sound constitution has been undermined by severe 
colds taken while on board the cars by day or night, 
or waiting in unwarmed depots for the midnight 
train. Any one who has travelled West, or in other 
directions on business trips, will readily endorse this 
statement. 

I know of no one article more essential as a pro¬ 
tection against these exposures than a good, heavy, 


2 



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TRAVELLING SALESMEN: 


full size, warm, travelling shawl. It was always my 
rule, and is to-day, when leaving home for a trip, long 
or short, to take with me my shawl; it may sometimes 
not be needed, but it is the safer way to take it, as 
when in the strap it is but little trouble, and may 
prove to be an indispensable necessity, not only u on 
the road,” but oftentimes when you are put in a cold 
room, for the night, with a scarcity of blankets upon 
your bed, then will you find the shawl a real comfort¬ 
giving luxury. 

One who has been a very successful “Travelling 
Salesman,” and who is now partner in a prominent 
business concern in this city, said to me a few days 
since, that he has an old shawl which he carried and 
used for twelve years. That he has often been 
laughed at on account of his care of himself as 
regards the laws of health, habits, and other im¬ 
portant rules to follow, but to-day he is strong and 
hearty, while some of those travelling friends who 
called him an “old fogy” are not amongst the living. 


BUSINESS DANGERS. 

There are dangers to which the Travelling Sales¬ 
man is exposed which may be classed as “ Business 
Dangers.” 

Expenses. With the strictest economy and pru¬ 
dence, travelling expenses must and will be large. 
These are closely scrutinized by all business concerns, 
and the almost universal exclamation is that selling 
goods away from home is a very expensive way of 
doing business. 


THEIR OPPORTUNITIES AND THEIR DANGERS. 




I would say to all young men who are thus engaged, 
or who may be in the future, be sure and keep your 
travelling expenses down . 

Be very careful not to be extravagant and wasteful 
of your employers funds. This rule should be re¬ 
membered and strictly observed, first as a matter of 
principle, and again because the fact realized by your 
employers that you are thus prudent and careful, will 
be appreciated by them and add to their estimate of 
you, which in time will be greatly to your advantage. 

There is too much money spent by many young 
men for Cigars. I would not for a moment stand 
here and in severe language denounce their use. I 
can, however, very properly assert that the use of 
cigars is an expensive habit, and cannot, I believe, be 
of any possible benefit to young men, but often, too 
often, a positive, decided injury, physically, if not in 
the end affecting them morally. 

A short time since in leaving the car in which were 
several young “ Travelling Salesmen,” I noticed that 
as soon as their feet touched the depot platform they 
all rushed for a cigar with an eagerness which gave 
evidence of the hold which the habit had upon them. 

Let me mention an incident which comes to my 
mind, which proves the statement made that this habit 
is an expensive one. 

Some years since one of our Boston Merchants said 
to another, (in my presence,) “ I wish I could afford 
to keep a horse and vehicle as you do, for your family 
seem to enjoy it so much.” But, said the other, taking 
out his pencil, “I want to ask you three questions, 
ist. How many cigars did you tell me the other day 
that you smoke daily? 2d. How many did you tell 
me that you averaged daily to give away to friends ? 
3d. How much did you tell me you pay for the brand 


16 


TRAVELLING SALESMENS 


you use?” To each of these questions the prompt 
answer was given, the figures were put upon paper, 
and the fact was then plainly and indisputably shown 
that the cost of cigars to the one was greater than the 
expenses attending the keeping of the horse and car¬ 
riage to the other, and in the one instance only feelings 
of temporary pleasure were realized by one person, 
while in the other case the whole family had, at even 
less expense, additional pleasure, health, and hap¬ 
piness. 

OVER ANXIETY TO EFFECT SALES. 

Never offer goods, or take orders for merchandise, 
when you know the orders cannot be filled when 
received from you at head-quarters. 

Nothing annoys or provokes the buyer more than 
when he is led to believe that he has thus been de¬ 
ceived and dishonestly treated. All confidence on his 
part is destroyed, and you are sure to lose him as one 
of your regular customers, as he was before, and no 
doubt would have continued for years, had you been 
true and honorable in your dealings with him. 

Make it a rule never to speak ill or disparagingly of 
any competitor. Observe the old rule, that if you 
cannot say any good of them, say nothing. While 
acting upon this rule from principle, bear in mind 
that by unforeseen changes you may have avoided 
speaking ill of a firm with whom soon you might be 
connected. 

Always promptly advise your employers of your 
business transactions, be they large or small, and 
carefully look out for letters from home. It is very 
important that each should keep the other posted, 
promptly and fully. 


THEIR OPPORTUNITIES AND THEIR DANGERS. 17 

Credits . To the judgment of the Travelling Sales¬ 
man great weight must necessarily be placed by the 
house which he represents, in the matter of making 
credits. To young men I would say, use judg¬ 
ment, care, discretion. Do not, in your anxiety to 
make sales, be too hasty in your investigations and 
conclusions. Look into every new case carefully, and 
always keep a watchful eye and ear as far as possible, 
for both old and new, remembering that character is 
as important as capital in the question of credit, that 
you may be governed wisely from time to time as to 
this great and all important matter which lies at the 
foundation of business success. 

PROMPTNESS. 

Young men, put conscientious promptness into your 
work, in whatever business you are to-day or may in 
the future be engaged ! Refuse to do the low, mean, 
dishonorable act, if called upon to do it, though by this 
refusal you may lose a position apparently desirable 
and lucrative. If, however, you are in doubt as to any 
proposition you are called to act upon by a customer, 
measure the doubt by these two questions: What is 
right? What is best? If after this test you are in 
doubt, refer it to your employers. 

Be prompt in all your business matters. Systematic 
promptness lies at the foundation of success in all the 
secular affairs of life; attend promptly to the duties 
which devolve upon you*. Learn to drive your busi¬ 
ness, never let your business drive you, is a principle 
based upon rules of promptness and a true system. 
Be careful what you agree to do, but if possible do 
whatever you have agreed, and do it promptly and 
faithfully to the very letter. 

2* 


i8 


TRAVELLING SALESMEN: 


A prompt and successful citizen of Boston, one who 
was always highly esteemed in public and private life, 
who died not many years since at the ripe old age of 
over fourscore and ten, gave the following as a maxim, 
one which it would be well for every young man to 
copy upon the fly-leaf of his pocket memorandum 
book. 

“ A promise should be made with caution and kept 
with care. 

It should be made with the heart , and remembered 
by the head .” 

Nowhere is this all-essential promptness of action 
more needed than in those experiences of life in which 
the imperative demand arises that the true standard of 
high-toned business honor shall be raised and held firm 
and sure, defying all attempts to tear down and 
destroy. 

The young man, especially when away from home, 
must and will meet with temptations in business and 
social life; these he must early determine to meet 
manfully. He must have the power to stand firm as 
a rock, and with the voice of unwavering decision say 
no — when no will save him from an earthly hell, and 
give to him sweet peace of mind, and lead him to a 
true manhood. The wavering, undecided, easily 
influenced young man is always in the greatest danger 
of falling by temptation. 

Promptly obey those orders which come with elec¬ 
tric speed from the God-given conscience ; obey these 
orders promptly whenever you are thus exposed to 
business or other temptations, then you will be safe. 


THEIR OPPORTUNITIES AND THEIR DANGERS. 19 


MORAL DANGERS. 

But, my young friends, there are dangers to the 
Travelling Salesman of vastly greater moment than 
those which relate to the u Laws of Health” or 
“ Business Dangers” of which I have spoken. They 
are those which, if not firmly guarded against, will 
surely undermine the character, and in the end result 
in moral bankruptcy and ruin. 

As I look back over an experience of nearly thirty 
years in this city, memory brings to mind many a 
sad shipwreck of character and business prospects of 
many a young man, who, having started with every 
prospect of gaining for himself true success, has been 
lost to virtue, truth, and purity of character, because, 
when away from home, he would not firmly resist 
those temptations to dissipation and vice which he 
met, and which every young man must meet from day 
to day and from night to night. 

To every young man I would say, you have a God- 
given conscience within you. Keep that conscience 
ever active, and then you will always promptly give 
the No, or Tes, whichever at the time may be for your 
moral and spiritual health and salvation. 


SOCIAL DRINKS. 

I would warn young men against the use of the 
“ Social Glass.” By this temptation the Travelling 
Salesman is too often sorely tried. 

Oftentimes the young man who has never for once 
in his life broken that sacred promise which he may 
have made to the dear anxious mother, or the counsel- 


20 


TRAVELLING SALESMEN : 


giving father, as he left the old homestead in the 
country for his new city life, that he would not use, as 
a beverage, the intoxicating cup, makes the acquaint¬ 
ance of a new party whom he is anxious to favorably 
impress that he may secure him as one who shall be 
valuable to him as a customer and friend. 

This person may be one whose habits are not in 
accordance with the young man’s. He invites the 
young man out to lunch, or to take a “ social glass ” 
together. He is tempted; he feels that he must not 
refuse for fear of offending his new acquaintance. 
Now let me speak with emphasis to any young man 
who may thus be placed, and say to him that I do not 
care who the man is who thus invites him, if the young 
man positively declines to break his firmly fixed rule, 
and remains true to his early made resolution and 
sacred promise, I tell you that man will think a thou¬ 
sand times better of him, will look upon him as a 
young man of character, of fixed principles, of a level 
head, and will immediately determine in his own mind 
that he can well afford to operate with him, that he 
can place confidence in him, and in the end this young 
man will find that he has not only saved his character, 
but gained another customer, one who will stick to him 
and believe firmly in him, because of those very prin¬ 
ciples which the young man at first hardly dared to lay 
open before him for fear of giving offence. 

Standing by the side of Rev. Robert Collyer in his 
study in “Unity Church,” Chicago, that study which 
is so full of interest to the visitor, my eye fell upon the 
following few lines of a sermon lying upon his table, 
which I immediately told him I must copy as golden 
words of caution to the many young men I might meet 
from time to time. 


THEIR OPPORTUNITIES AND THEIR DANGERS. 


21 


“ Every glass of wine or dram of whiskey drunk by 
a healthy and strong young man is an insult to his 
good angel, and makes it so far impossible for her to 
do her perfect work, because he is spending ahead of 
his income of life and bringing a fine power of being 
to beggary if not to worse than that. 

“ He can only get that glow and flame at a heavy 
discount both of life itself, and of all that makes life 
worth having.” 

To young men I would say, from the very bottom of 
my heart, in your travels, whether tempted by cus¬ 
tomer or by companions, to take the social glass of 
intoxicating drink, always, always, always say no, for 
this I do assure you is the only real safe and sure rule 
as a protection and guarantee for your future character, 
happiness, and success. 


“SOCIAL EVIL.” 

' Young men, there is another danger to which the 
Travelling Salesman is especially exposed; and I 
would to heaven that I could warn you against this in 
language and with a power which would sink into the 
very depths of your heart, never , never , to be effaced. 
I refer to the Social Evil . 

There is no influence more helpful, and more re¬ 
fining to the young man than the society and acquaint¬ 
ance of the pure-minded, true, and virtuous of the 
female sex; and there is no influence which is so sure 
to bring disgrace and positive, complete ruin to the 
young man, as associating with the low, the impure, 
and the degraded. 

Only yesterday afternoon I met one of our Boston 
business men who has for years sent out Travelling 




22 


TRAVELLING SALESMEN.* 


Salesmen into different sections of our country; I 
asked him this question: What do you regard as the 
greatest danger to which the Travelling Salesman is 
exposed ? He promptly, and with a decided emphasis, 
answered, “the low and degraded of the female sex.” 

I earnestly beseech you, promptly turn away from 
any and every temptation to which you may be ex¬ 
posed in your social walks of life. 

Let the No be promptly uttered, and with an em¬ 
phasis which will be heard and recognized as the 
unalterable decision of your God-given conscience. 
Ever, young men, keep in mind the face, the look, 
the tears, the prayers, of the dear mother, whether 
now on earth or in heaven ; these, with the remem¬ 
brance of home, of father, sister, brother, these sacred 
associations, filling your youthful heart, shall protect 
you from all harm. 

Never , never , my young friends , go into any com¬ 
pany of the other sex where you would not gladly 
welcome the unexpected presence of your dear 
mother or sister . 

Be careful, very careful, how and where you pass 
your evenings. It has been well said, that “ To a 
young man away from home the hours of danger are 
between sunset and bed-time.” 

Travel where you will, let this be your rule of 
action, then you are safe . 


GAMBLING. 

Young men, I would lift up my voice solemnly 
warning you to abstain totally and decidedly against 
gambling, whether in, a petty way, or in a larger 
degree. It is one of the most seductive and danger- 


THEIR OPPORTUNITIES AND THEIR DANGERS. 23 


ous to character, happiness and success, of any in the 
list of vices which can be enumerated. 

The vice of gaming has an infatuation beyond the 
power of language to convey a correct idea of. The 
danger of complete ruin of character is as great as the 
infatuation. The gambler is never safe, he is con¬ 
stantly standing on the edge of destruction. 

Beware of the snare which is set to catch you. 
Beware of the first temptation to indulge in this terri¬ 
ble, this ruinous vice. 

Many a young man has first been drawn into this 
vice, in travelling away from home, at times when he 
imagined that he had a few hours u with nothing to 
do” and that he “ must kill time somehow,” and in 
such moments of weak reasoning has taken the first 
step, the fatal step, for let me say to every young man 
that the first step may form the habit, which, if formed, 
positive ruin and disgrace is almost sure to follow. 

Never think for a moment of thus “ killing time,” 
as it is often expressed. 

Every young man must have his mind occupied. 
He must have some proper resources for this mental 
occupation at all times. 

Cultivate a taste for reading — the reading of 
books of a high order, such as will afford you positive 
instruction, as well as interest you at the time. Buy 
such books, keep them with you, then when those 
moments appear when you seem to have nothing par¬ 
ticular to attend to, read, read, thus will you be profited 
and permanently helped. 

The playing of games in itself is innocent and 
helpful to a certain extent, a legitimate recreation, but 
should never be accompanied by staking anything 
whatever upon their results, for this constitutes gam¬ 
bling. 


24 


TRAVELLING SALESMEN: 


I 


Many instances might here be given, if necessary, 
to prove the importance of impressing upon young 
men the terrible danger of this vice of gambling. I 
will cite two or three which now come forcibly to my 
mind. 

A young man of marked ability and popularity as a 
Travelling Salesman, one who, as his friends said, 
“ always made good trips,” was tempted one day to 
sit down and join a party who were playing cards for 
money. He had never gambled even for a cent in his 
life; he became deeply interested in the game, was 
completely infatuated, remained at the hotel for nearly 
a week, lost all his own money, then some which 
he had collected for his business concern; kept the 
matter to himself for awhile, indulged at the gaming 
table from time to time, went down step by step, finally 
lost his situation, became a ruined young man, and the 
inmate of one of the public institutions for those 
broken down mentally and physically. 

A young man holding a high position of honor and 
trust in this city formed the habit of joining a few 
others for the forenoon lunch ; the social cup was 
indulged in ; gambling in gold and stocks became their 
daily practice ; the result was ruin to the young man, 
with a loss in the end of over one hundred thousand 
dollars belonging to others which he had taken. 

Many years ago a young man was sent from this 
city to New York to transact some business for his 
employers, having money of theirs with him. On 
board the boat a party were playing cards for money. 
The young man had never before seen the game played, 
except in his home or by friends, — merely in a social 
way. He was invited to join the party; sat down; 
played all night; came out ahead in funds; was 
startled by the fact; asked himself the question what 


THEIR OPPORTUNITIES AND THEIR DANGERS. 25 

should he have done had he lost instead of winning a 
few dollars ; he thought of his employer’s money, then 
made a solemn resolution that he never would gamble 
again even for a cent; he firmly kept his resolution and 
became successful as a business man, and one of high 
toned character, and to-day is President of one of our 
city banks. 


“REMEMBER THE SABBATH DAY TO 
KEEP IT HOLY.” 

The Travelling Salesman is strongly tempted to 
neglect the duties which devolve upon him on those 
Sundays which he must necessarily pass in cities or 
towns away from home. 

I would advise and urge every young man present, 
to always carefully observe the “ Lord’s Day.” Let 
him ever bear in mind that it is a day of rest , but 
not a holiday . 

Nineteen hundred years ago the great Teacher de¬ 
clared, “ The Sabbath was made for man , and not 
man for the Sabbath .” 

The Lord’s day was divinely ordained as a necessity 
for man. It is interwoven with his moral and physical 
well-being. 

A proper observance of the day will have a health¬ 
ful and sanctifying influence upon you during the six 
days which follow the Sunday. You will feel 
stronger, both morally and physically, happier in 
mind, and your work will be done easier and with 
more decided satisfaction. 

Never let any excuse, save positive sickness, keep 
you from attending upon public religious services 
wherever you may be, whether in the little quiet 

2 


2 6 


TRAVELLING SALESMEN : 


village, town, or the busy city. Though all there may 
be strangers to you, though you may not know of the 
name or the measure of ability of the preacher, never¬ 
theless you can there join with all present, even as one 
of God’s many families on earth, in public worship to 
Him, the Father, the Preserver, the Guardian of 
us all. 

And never, let me say to you, never be tempted to 
devote even a minute of the Sunday to matters of busi¬ 
ness. I can imagine a young man, tempted by sup¬ 
posed pressure of time, or by a customer lacking in 
proper reverence and respect for the day, to privately 
open up his samples with a view to then take an 
order. 

Never , never , for a moment allow such a tempta¬ 
tion to get the mastery of you ; though the buyer 
should order thousands and tens of thousands of dol¬ 
lars in amount, it would in the end tell upon your 
happiness, your peace of mind, your very soul. 

“ I love money more than I do my God,” exclaimed 
one who at the time stood as a prominent and success¬ 
ful merchant in this city. He died, in a few years, in 
abject poverty. 

“ My life’s a blank,” said a millionaire to his friends 
around his death-bed, as his thoughts ran rapidly over 
a long life, a life which, reckoned merely upon a 
financial basis, had been a marked success. 

“ Remember,” said Lord Collingwood to a young 
man whom he loved, “ before you are five-and-twenty 
you must establish a character that will serve you all 
your life.” 

The rules of conduct followed by Lord Erskine, a 
man of sterling independence of principle and scru¬ 
pulous adherence to truth, are worthy of being engra¬ 
ven on every young man’s heart. 


THEIR OPPORTUNITIES AND THEIR DANGERS. 2 *] 

“ It was a first command and counsel of my earliest 
youth,” he said, “ always to do what my conscience 
told me to be a duty, and to leave the consequence to 
God.” 

“ I shall carry with me the memory, and I trust the 
practice, of this parental lesson to the grave. I have 
hitherto followed it, and I have no reason to complain 
that my obedience to it has been a temporal sacrifice.” 

“ I have found it, on the contrary, the road to pros¬ 
perity and wealth, and I shall point out the same path 
to my children for their pursuit.” 

Young men, I have spoken very plainly to you 
upon a subject which I deem of vital importance 
to all young men who now have, or may have in the 
future, the position of a “ Travelling Salesman.” 

1 have spoken to you from my own personal obser¬ 
vations in the past, and not from hearsay alone, or 
from printed information. 

I have packed my trunk with samples of merchan¬ 
dise, started for the far West, have stopped at the 
principal cities and towns between Boston and the 
Mississippi, and I assure you that the words of coun¬ 
sel, advice, and warning which I have now given to 
you, are such as you will need, and such if you will 
take them to heart as shall help you to become true 
men , successful in the real meaning of that word, an 
honor to society, and a blessing to the world. 


LIBRARY OF CONGRESS 



0 040 055 411 0 



300 WASHINGTON STREET. 


Instituted to furnish the Young Men of Boston and vicinity 
a pleasant and homelike place of resort, and to provide them 
opportunities for self-improvement, for healthful recreation, and 
for doing good to others. 

RECEPTION ROOM, GYMNASIUM, 

READING-ROOM AND LIBRARY, COFFEE ROOM, 
UNION PARLOR, UNION HALL. 

Religious Services, Lectures, Classes, Social, Musical 
and Literary Entertainments. 

Savings Bank Bureau, 

Employment Bureau, 

Reception Committee, 

Boarding-House Committee, 
Committees on Churches, the Sick, etc. 

Rooms open every Day, Sundays included, 

From 8 A. M. to 10 P. M. 

Membership, $1 per year; Life Membership, $25. 
Subscription Membership, $5 per year. 

A Subscription Membership for five successive years constitutes a Life-Membership. 

All Young Men residing in Boston and vicinity are cordially 
invited to become Members of the Society. 













